Pauline Malcolm is a force to be reckoned with in the online advertising/sales industry. A 15 year veteran, she has helped grow brands into the popular powerhouses they are today, including StyleHaul, Shopping.com and most recently, Maker Studios. We recently had the chance to chat with her a bit and hear how she was able to rise to the top in such a competitive and demanding field.
Can you tell us a little bit about yourself?
PM: I was born in Yonkers, NY a suburb in Westchester County. I earned a Bachelor’s in Business Administration from Baruch College and a Graduate/Executive Leadership Program Certificate from Harvard Business School. I am currently Head of Sales for the East for Maker Studios.
Can you tell us about your current employer, Maker Studios? What inspires you most about the company?
PM: Maker Studios is a talent-first, technology driven media company and the #1 producer of online content reaching millenials in the US.
I am excited to go to work every day. Maker Studios was created by industry veterans and was one of the first online channels to be monetized, making it a pioneer in its industry. By producing original, engaging and in demand content, we are able to reach millions of subscribers and gain billions of views with our work. From some of the biggest beauty and fashion gurus to tech nerds and family shows and cartoons, we produce material for all ages and types.
How did you get into the advertising/sales field and how did you end up at Maker Studios?
PM: I graduated with a degree in Marketing and knew that I wanted to be involved within the Marketing & Advertising field. I interned at several companies during my college years such as Kraft Foods, Sony Music and Barney’s New York. Through my internships I learned that I was very good in dealing with people and really enjoyed public speaking. Moreover the dot com boom was happening as I was graduating from college in 1998 and every day I was reading about young entrepreneurs that were making millions from new media/Internet ventures. I knew I wanted to embark upon this exciting new frontier so through networking I landed my first dot com job at a company called Shopping.com, an eBay company in their Sales/Marketing Dept and excelled at Sales. I have been in Sales and the Internet field ever since for 15 years and am considered a veteran. I was recruited to lead sales at StyleHaul after working in sales and sales management roles for such big media companies as the NY Times, Conde Nast and Fox. After my time there, I was presented with the opportunity to join Maker Studios and jumped at the chance to join such an innovative company.
What is a typical day like for you?
PM: My job is to network, manage a staff and drive revenue ultimately so my normal day revolves around meeting these responsibilities in the most efficient way. I always start my day with a positive quote from the bible or one of my favorite quotes from Winston Churchill. I then make my daily vision check list of all of the items I want to accomplish for that day and try to stick to it.
What is your favorite and least favorite part of working in advertising/sales?
PM: My favorite part of the day is spending time with clients. I enjoy gaining insight into their business and learning how I can help them grow their business through our advertising solutions. My least favorite part of my job is my administrative responsibilities that revolve around running a business which is necessary but tedious at times.
Do you have advice to younger individuals looking to get into publications or advertising/sales?
PM: Do your research. Read media publications such as Media Post, Media Bistro, Mashable, Advertising Age, Adweek and NY Times Advertising/Media section to acquaint yourself with the Media industry, trends and job opportunities.
What is your biggest accomplishment to date?
PM: My biggest accomplishment was speaking at the 41st Annual Congressional Black Caucus where I was selected as a panelist to speak on a panel discussing the barriers for African Americans in the Tech Industry. I was honored and humbled to be amongst other panelists that were CEOs, Venture Capitalists and Media Titans. I was proud to represent women of color in furthering our voice for equality and opportunity within such an amazing growth sector in our economy.
Have you ever felt color barriers on your way to the top?
PM: Sales is a meritocracy, meaning your numbers speak for themselves. Consequently if you are achieving or exceeding your revenue goals you excel regardless of color or gender. I believe finding the right corporate culture fit is key for women of color. Although I did not experience barriers as a Salesperson once I wanted to evolve into an executive role and manage teams I did meet some resistance along the way. However I thrived in the right environment who was willing to take a chance on me and my capabilities.
What is the best piece of advice you have ever received?
PM: Your first 60 days on the job is critical in setting the tone and perception on what type of employee you will be. Therefore it is important you come in early, leave late and go beyond the call of duty with projects to exceed expectations.
Thank you for your time Pauline. To check out some of the great programming of Maker Studios, click here.